how to overcome fear of self promotion - confident approach
Post on 22-Oct-2014
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On the 13th March, at the Leadership in Business seminar, organized by Scandinavian Business Forum in Malta, Christer B. Jansson CEO of Confident Approach talked about how to overcome the fear of self promotion. In his presentation, he pointed out why most of us, in contact dependent situations, experience a constant emotional struggle during our career development. He also talked about the research behind Sales Call Reluctance, Sales Call Reluctance Types, SPQ Gold – Sales Call Reluctance Scale, how to cure people and organizations and how to create a no-excuse sales culture. For all of you who did not have chance to attend the session and all of you who would like to know more about how to overcome the fear of self-promotion, we have made our presentation available online.TRANSCRIPT
Sales Call Reluctance®”How to overcome the fear of Self-Promotion”
© 2014 Copyright Confident Approach & Behavioral Sciences Research Press Inc., Dallas Texas. All Rights Reserved
Based on George W Dudley and Shannon Goodsons Research about Sales Call Reluctance. The research was aknowledged by SIOP.
© 2014 Copyright Confident Approach & Behavioral Sciences Research Press Inc., Dallas Texas. All Rights Reserved
”Good” Is Not Good Enough
Visibility Management• Visibility• Recognized• Rewarded
The 8th ”habit” of highlysuccessful people
© 2014 Copyright Confident Approach & Behavioral Sciences Research Press Inc., Dallas Texas. All Rights Reserved
Sales Call Reluctance®
When fear of Self-Promotion contaminates Salespeople it´s called Sales Call Reluctance®,because it places an artificially low ceiling on the number of first contacts wich can beinitiated with prospective buyers
- on a consistent daily basis
© 2014 Copyright Confident Approach & Behavioral Sciences Research Press Inc., Dallas Texas. All Rights Reserved
Successful Sales The number of contacts initiated with prospective buyers on a consistent daily basis.
George Dudley & Shannon Goodson
© 2014 Copyright Confident Approach & Behavioral Sciences Research Press Inc., Dallas Texas. All Rights Reserved
ConstantEmotional Struggle
• ISCIS - Inhibited Social Contact Initiation Syndrome
• ”Fear of self-promotion”
• Sales Call Reluctance®
• It´s contagious – mirror effect
© 2014 Copyright Confident Approach & Behavioral Sciences Research Press Inc., Dallas Texas. All Rights Reserved
It is toxic!It takes about 8 weeks before a newsales person has the same problem
as the management.
© 2014 Copyright Confident Approach & Behavioral Sciences Research Press Inc., Dallas Texas. All Rights Reserved
When is prospecting or networking too low?
When it fails to support• Personal Goals• Existing marketing possibilities• Company standards• Establishing contact with existing prospect base
© 2014 Copyright Confident Approach & Behavioral Sciences Research Press Inc., Dallas Texas. All Rights Reserved
• Initiate• Introduce
• Inform• Influence
Sales Process
© 2014 Copyright Confident Approach & Behavioral Sciences Research Press Inc., Dallas Texas. All Rights Reserved
SALES CALL RELUCTANCE
Motivation( Physical Energy)- How much Amplitude- How long Duration- How fast Velocity
GoalsTargetStrategyPursuit
®
M GEmotional short circuit
COPING
© 2014 Copyright Confident Approach & Behavioral Sciences Research Press Inc., Dallas Texas. All Rights Reserved
Sales Call Reluctance® Types
• Doomsayer• Over-Preparer• Hyper – Pro• Stage Fright• Role Rejection• Yielder• Social Self Consciousness• Separationist• Emotionally Unemancipated• Referral Aversion• Telephobia• Oppositional Reflex
© 2014 Copyright Confident Approach & Behavioral Sciences Research Press Inc., Dallas Texas. All Rights Reserved
Graphical Summary ReportAt a GlanceFilters:
Three scales to measure test-taking attitudes and emotional ”noise”
“Impostors”:Four scales to measure potential productivity roadblocks separate from sales call reluctance®
Brake/Accelerator:Overall estimate of total sales call reluctance®, energy diverted to coping rather than prospecting
The Twelve Faces of SalesCall Reluctance®:Habit-level behavior patterns that keep salespeople from comfortably and consistently initiating contact with prospects
©2001, Behavioral Sciences ResearchPress, Inc., Dallas, Texas USA. ALLRIGHTS RESERVED.
Contrast Group:Comparison population for benchmarking test scores
Color Codes:See at a glance whether a scale score is within acceptable limits without memorizing score ranges
SPQ*GOLD®: The Sales Call Reluctance® Scale
© 2014 Copyright Confident Approach & Behavioral Sciences Research Press Inc., Dallas Texas. All Rights Reserved
Does sales training help ???
Call Reluctance is not caused by inadequate knowledge or skill.
It´s found in salespeople who are emotionally unable to translate what they already know into behaviors which will move them closer to the goals that are important to them.
The answer is NO
© 2014 Copyright Confident Approach & Behavioral Sciences Research Press Inc., Dallas Texas. All Rights Reserved
How to cure people and organizations?
© 2014 Copyright Confident Approach & Behavioral Sciences Research Press Inc., Dallas Texas. All Rights Reserved
Beating Sales Call Reluctance
Four Stepping Stones
Aware
Assess
Admit
Apply
© 2014 Copyright Confident Approach & Behavioral Sciences Research Press Inc., Dallas Texas. All Rights Reserved
How to Create a No-Excuse Sales culture
Lead: Start with yourselfCalibrate: Evaluate all top-tier management.Insure: Evaluate all sales managersVerify Recruiting: Evaluate sales recruitersVerify Training: Evaluate all sales trainersVerify Selection: Review all selection practicesConsolidate: Make Sure HR and support staff are positiveReconsider: Openly discuss your sales training philosophyDelegate: Audit and review sales training materialsReality Testing: HR and Support staff 5 days with salespeopleOptimize: Instruments steering towards prospectingPreserve: Support veterans tooPrevent: Search for QWS
© 2014 Copyright Confident Approach & Behavioral Sciences Research Press Inc., Dallas Texas. All Rights Reserved
40 sales people1 visit a day12 visit for 1 order3,4 orders a day
40 sales people5 visits a day4 visits for 1 order50 orders a day
Results(e.g. company in Insurance Industry)
10 wEEKS
© 2014 Copyright Confident Approach & Behavioral Sciences Research Press Inc., Dallas Texas. All Rights Reserved
Management TrainingWorkshop
A four-day counter offensive against the productivity-sapping causes and effects of Sales Call Reluctance® in individuals and organizations. Designed especially for sales managers, trainers, executives, consultants, and psychologists. This program will make you an accredited instructor of the Fear-Free Prospecting & Self-Promotion Workshop® and accreditted user of SPQ Gold assessment.
Does it Work?The Fear-Free Prospecting and Self-Promotion Workshop® has been fully validated by pre-post and other research designs. It is the only program of its type and consistently has been rated by psychologists, consultants, corporate executives and sales professionals in many countries as among the best workshops they have ever attended. If you’re weary of baseless claims and shams posing as science, this program could be for you.
© 2014 Copyright Confident Approach & Behavioral Sciences Research Press Inc., Dallas Texas. All Rights Reserved